Customer Issues
- Procurement only focuses on price in negotiations
- Salespeople make too big concessions without getting anything in return
- Negotiations get emotional and people behave irrationally under pressure
- Lack of understanding of what really brings value to the customer
- Trying to use hard ball tactics to improve negotiation power
Solution Overview
- A 2-day high-impact workshop to improve negotiation skills through systematic preparation and disciplined execution
- A structured negotiation process and pragmatic toolkit (Negotiation Roadmap) to improve the effectiveness of individuals and teams
- Application of methodology on upcoming negotiations at own customers
- Implementation support through deal-coaching maximises business impact
